How to Address Workplace Underperformance

I led teams for 10 years. Here are 3 of my favorite frameworks to diagnose most performance issues: (Use them to become a better manager to your team) 1️⃣ The Skill/Will matrix: This tool is useful if you’re: - having trouble finding a way to motivate your employees (they might be low will, time to dig into why) - dealing with team members whose work doesn’t meet your expectations (they might be low skill, time to figure out how to upskill) - feeling like you’re offending your team member by offering help (they might be high skill and don’t need the level of hands on assistance you’re providing them). → Try this: First of all, this friction is normal. Plot your team member on the matrix, reflect on your recent interactions or their recent work, and with this new information come up with an approach that meets them where they’re at. 2️⃣ The Task Relevant Maturity Framework (TRM): If you find yourself constantly saying things like “I don’t know why they just don’t get it. If it were me, I would…” This tension is typically a result of there being a disconnect between your direct report’s skill level and your managerial approach with them. → Try this: Evaluate your direct report on the TRM framework and adjust your approach accordingly. You’ll find that you probably need to: provide more structure, engage in two way communication and mutual reasoning, OR be minimally involved (yay!). 3️⃣ The Learning Curve: If you’ve tasked your direct report with a task or project that you’re confident they can do (or know they have the skills to do) but find that they’re stuck, try evaluating where they’re at on the learning curve. They might be on a low point in the curve and need some assistance to keep going. → Pro tip: Don’t let them linger in this feeling, intervene before they’re tempted to give up. Intervening can look like encouragement and a vote of confidence in their abilities. These frameworks have been a part of my toolkit for longer than I can remember. They’re so reliable that I still use them in my work with clients. What are some management frameworks that you’ve found helpful?

𝗡𝗮𝘃𝗶𝗴𝗮𝘁𝗶𝗻𝗴 𝗘𝗺𝗽𝗹𝗼𝘆𝗲𝗲 𝗨𝗻𝗱𝗲𝗿𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲: 𝗥𝗲𝗮𝗹-𝗪𝗼𝗿𝗹𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 🌎 Dealing with underperforming employees is not a one-size-fits-all issue. Through my work with various clients, I've come across three distinct types of underperforming employees and have found effective ways to manage each: 1. 𝗧𝗵𝗲 𝗣𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹 𝗦𝘁𝗮𝗿 𝗪𝗵𝗼'𝘀 𝗦𝘁𝗿𝘂𝗴𝗴𝗹𝗶𝗻𝗴 - The issue: They might be grappling with workload, personal challenges, or a mismatch between their skills and the job. - Approach: Setting clear, ambitious yet achievable goals can really turn things around. Providing consistent feedback and support helps immensely! 2. 𝗧𝗵𝗲 𝗗𝗶𝘀𝗲𝗻𝗴𝗮𝗴𝗲𝗱 𝗢𝗻𝗲 - The issue: Often, it's about a lack of motivation or feeling disconnected from the company's mission or their role. - Approach: Work to identify their personal mission and core values to see if they align with the company. Encourage them to set their own goals to fulfill their need for autonomy, competence, and connection. This can reignite their passion and engagement. 3. 𝗧𝗵𝗲 𝗠𝗶𝘀𝗮𝗹𝗶𝗴𝗻𝗲𝗱 𝗧𝗮𝗹𝗲𝗻𝘁 - The Issue: Sometimes, an employee's career goals just don't align with the company's direction or the systems are not aligned with their roles. - Approach: Conduct open, honest discussions about career paths, job workflows, and interactions, as well as growth expectations. It's crucial to align these aspects or thoughtfully re-evaluate their place in the organization 🔍 Each case of underperformance is unique. Understanding the root causes and applying the right strategies has been key in my journey to help teams excel. However, it's also important to recognize that sometimes parting ways may be the best solution if mutual growth cannot be achieved. 𝗪𝗼𝘂𝗹𝗱 𝗹𝗼𝘃𝗲 𝘁𝗼 𝗵𝗲𝗮𝗿 𝘆𝗼𝘂𝗿 𝘁𝗵𝗼𝘂𝗴𝗵𝘁𝘀 𝗮𝗻𝗱 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲𝘀! 💭 #LeadershipInsights #EmployeeManagement #BusinessGrowth

Over the last several years I’ve spent helping startups build, scale, and optimize their sales teams, this is a situation I’ve run into a lot. When you have underperformers in your sales team, it can be very frustrating and you feel like you’re not doing your best work as a manager    As a sales manager, do you grab a hammer or a tool kit?    Ineffective managers always grab the HAMMER    These ones give directives, sit back, hammer in the hand, waiting for orders to be carried out    ⛔When it comes to taking action, managers often feel like their options are limited to living with the status quo, putting the salesperson on a performance plan    It takes MORE than placing underperformers on a PIP to improve performance.     "Diagnosis. Treatment. Decision."    Diagnose:    🔮Do they have the skills?  🔮Do they know what to do?  🔮Aren't they putting the effort?  🔮Is their morale low?    Treat:    ✅The first dynamic is making sure the expectations are clear.    That is,    Do each of your salespeople know what you want them to do (behaviors) and what you want them to achieve (results)?    ✅Access the performance gaps with the underperformers and coach through their areas of opportunities.    Analysis of an underperforming rep’s sales data often sheds light on the exact areas of their weakness    ✅Knowing where they are failing allows you to focus your sales coaching efforts where they need it most.    I realized that these sales rep that are not doing well, they will likely be confused, frustrated, concerned, unhappy, and stressed.    Are you building a relationship that allow you to be approachable?    ✅Foster an environment where sales reps feel comfortable speaking to you about their thoughts and concerns.    ✅Set aside time with your reps for one-on-one sales coaching to discuss what is working well and what isn’t.    ✅Build an action plan for improving performance and then tracking progress along the way.    Get out there and tackle your underperformer. Want more? Visit my profile for exclusive content! 🔥 🔔 Don't forget to hit the bell to stay updated on my latest posts! ……………… New here? Join me in my mission to empower sales leaders and teams. Every day, I provide valuable insights on:   💡 Sales enablement techniques for maximizing results 🎯 Sales leadership strategies  🧠 Developing a winning sales mindset  💆 Sales therapy for overcoming challenges  🚀 Sales team growth and empowerment #wesleynewisdom #salesleadership #saleseffectiveness #transformedsales #salesteams